1. They see themselves as operating a small business. There are two types of agents, those that adopt the business owner mindset which includes planning and implementing fundamental business practices and those that just see themselves as another real estate agent. Which mindset you adopt will have a profound impact on how successful of a Realtor you become. If you fail to recognize the fact that you are operating a business, you will never achieve your full sales potential.
2. They set specific goals for their business and their personal life. Setting sales and personal goals is a critical step in building a successful long-term real estate business. Yet far too many agents ever take the time to set measurable goals. “Goals are like magnets, they attract the things we need to make us successful”
3. They have a written marketing plan. Finding new listings and developing relationships with past clients is key to becoming a high achiever. The most effective
way to do this is to develop and implement a specific marketing plan. A study by the U.S. small business association found that businesses with marketing plans did about 34% more in sales than those without a plan. Your marketing plan should be your roadmap to finding new business.
4. They use contact management software programs to manage and strengthen their relationships with past clients and future prospects. Keeping an up-to-date client database or list is probably the most cost effective way to build a lasting career in real estate. Programs like ACT, GOLDMINE or MAXIMIZER are well worth the investment.
5. They keep in touch with past clients and potential clients on a regular basis.
Communicating with your past clients and future prospects at least once a month will help you develop long-term relationships that can lead to an increase in referrals and repeat business. Getting a steady flow of referrals and repeat business is the life blood of all highly successful Realtors.
6. They are relentless about following up on sales leads. Several studies have found that over 50% of all lost sales are due to a lack of a proper follow up system. Contact information on pieces of paper go missing, phone calls aren’t returned in a timely fashion and emails are not replied to.
7. They find ways to make themselves and their services stand from the multitude of other agents. Selling real estate is like selling a commodity. Most agents are offering the same basic service. The question you have to answer is why someone should do business with you instead of one of the other 1300 agents in the city. The answer you come up with can be the thing that makes you different from other Realtors.
8.
They embrace new
technology and look for ways to use it to increase
their sales, improve their services and operate a more
efficient business. For example the internet can be a
very powerful and cost-effective marketing tool. Top producers
all over the Canada
are using the internet to generate sales leads, offer
better and more convenient services to their clients.
However, many agents are still sticking their heads in the sand when it comes to internet technology. For some of the older agents learning new technology can be uncomfortable and a little overwhelming, but it doesn’t have to be that way. Partnering with a Marketing Coach like me can make it easy and simple. (shameless plug)
You probably already know all this because you have heard it all before. Are you using your knowledge to take daily actions? It’s one thing to have the knowledge, but implementing it into your business is the step that will take your business to a higher level and give you the success you desire and deserve.
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Author: Kevin Toney is “The Marketing Coach”. Kevin coaches Real Estate Agents
on how to find and attract sellers and buyers, increase repeat business and generate
a steady flow of referrals. Call
204-783-6342 for your FREE over the
phone Coaching session.
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Just For Laughs
It's amazing what you can buy at garage sales these days
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Increasing Sales With Effective, Low-Cost Targeted Marketing
www.MarketingForRealtors.ca
How To Sell More Homes